Sales pros.... I want your opinion. email me at tiger@tigerbuford.com
In our beloved orthopedics sector, the sales cycle seems to be getting loooooooonger.
Five key factors contribute to this trend, impacting how companies approach hospital sales strategies.
1/ Influence of Value Analysis Committees: Hospitals have increasingly relied on Value Analysis Committees (VACs) to scrutinize and approve new medical devices. These committees evaluate the cost-effectiveness and clinical benefits of products, adding a significant hurdle to the sales process.
2/ Decreased Access to Surgeons: Traditionall...
